Senior Manager - Sales (Integrated Technology Services)

As a Senior Manager – Sales, you will will lead the commercialization and expansion of Wesco’s integrated technology solutions by developing go-to-market strategies, driving profitable sales growth, activating internal sales organizations, and building a qualified partner ecosystem. You will enable and support sales teams in identifying and developing services opportunities across the customer base while establishing a scalable operating model. Responsibilities span the full opportunity lifecycle, from solution development and pre-award planning through implementation and successful service delivery. 

Responsibilities: 

• Assist in the development and reseach activities to build on company service offerings. 
• Identify potential new offerings and business oppurtunities in coordination with business unt leaders and other functional groups. 
• Develops and administers sales plans to ensure customer satisfaction, assigned quota attainment, good reference accounts, and highly skilled and motivated staff. 
• Determines annual sales and gross profit plan by implementing marketing strategies and analyzing trends and results. 
• Establishes sales objectives by forecasting and developing sales quota for territories. 
• Projects expected sales volume and profit for existing and new product lines and customers. 
• Maintains sales volume, product mix and selling price by keeping current with market supply and demand, changing trends, economic indicators and competitors. 
• Coordinates order service by directing account representatives and executives on quotations, proposals, project order management techniques, and customer complaint resolution. 
• Establishes and adjusts billing margin by monitoring costs, competition and market conditions and negotiating cost side levels. 
• Manages sales staff by recruiting, selecting, orienting and training employees. 
• Maintains sales staff results by coaching employees, planning, monitoring and appraising job results. 
• Develops and maintains relationships with top customers. 
• Maintains professional and technical knowledge by attending educational workshops, reviewing professional publications and participating in professional societies. 
• Forecasts and communicates intricate details to senior business managers. 
• Interfaces with internal support departments to establish positive customer experience. 
• Partners with suppliers to maintain customer relationships, provides training to staff, and executes marketing programs and initiatives. 
• Partners with various internal departments to troubleshoot issues such as inventory and operations. 

Qualifications: 

• Technical knowledge of the data center industry and current/emerging technologies
• High School Degree or Equivalent required; Bachelor’s Degree – Sales, Business Administration, Engineering, or relevant field preferred  
• 3+ years prior experience with managing a sales team and sales programs 
• 5+ years prior professional sales experience in related industry
• 5 years managing staff and programs at national, district or regional level preferred
• 7 years related industry professional sales preferred
• Working knowledge of business and management principles in strategic planning, resource allocation and coordination of people and resources 
• Demonstrated understanding and execution of principles and processes for providing customer and personal services, including customer needs assessment, meeting quality standards for services, and evaluation of customer satisfaction
• Strong verbal, written, analytical, persuasion and interpersonal skills
• Ability to exercise teamwork, leadership, and flexibility
• Excellent time management and computer skills
• Ability to travel up to 25% 

Working Environment: Outside Sales – Work is generally performed in an office environment, but employee may need to travel to customer sites or warehouse facilities.  Driving may be required for an extended period of time with frequent stops and starts.   Can be exposed to outdoor weather conditions. 

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